Samsung Networks’ reseller partner, ECL Telecom, is having so much success selling telephony and IT services that it is recruiting its own tier of resellers with the launch of a channel recruitment programme.
Anthony James, ECL’s sales director, explained why anyone would want to become a reseller’s reseller. “We have a great service offering, excellent engineers and the full support of Samsung, because we are a dedicated partner not to mention UK coverage and good deals with telcos,” he said.
“But we need people out there selling for us. If they can get the deals for us, we can support it.”
ECL will provide the support staff, engineers, marketing, finance package and billing systems, and will not ask resellers to provide costs upfront. Samsung distributor Westcon will provide training for new channel members, including a one-day primer on the telecoms market.
“If you have telecoms expertise, you will earn more margin. But this is also open to companies that market to small businesses, then pass the leads on to us,” said James.
Mark Ivens, Samsung’s senior marketing manager, explained that convergence has enabled telecoms dealers to extend the level of services they offer. “The PBX is like a Trojan horse. You put in a PBX for a company, and because comms and IT applications are well integrated these days, that means your customers will ask you to supply everything else the phone system touches,” Ivens said.
ECL Telecoms, which started out in 2002, turned over £4.5m last year and expects to hit £10m turnover by 2012.
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